Sales stress. It’s everywhere. You drink it down with your first cup of early-morning coffee as you ramp up for your day. By the time you are done fighting the glacial traffic rush, stress has you in an iron grip with a seemingly endless list of things to do or worry over.

And even if you manage to stuff it into the back of your mind, daily meetings and sales cycles can create enough turbulence to unbalance the load, showering you with fresh reminders of everything you need to tend to NOW. How do you set your inner GPS to soar above the daily onslaught?

Before we look at that, let’s talk about what stress actually is. While we tend to think of stress as coming from the outside, really it bubbles up from within. Like a tea kettle building up steam, stress is a physical reaction to your mental and emotional perception of pressure. When it comes to stress, you need to take the Polish expression, “Nie mój cyrk, nie moje malpy,” to heart. Loosely translated, it means, “Not my circus, not my monkeys.” In other words, do not take it personally. The problem or issue is independent of how you feel about it.

The first rule of dealing with stress is to understand that what you feel on the inside may not have anything to do with the way things really are on the outside. Feeling anxious or worrying does not, in fact, actually accomplish anything.

Rule #1: Worry Does Not Fix Things.

Like a hamster on a wheel, you can run all you like, but you are not likely to do anything more than exhaust yourself in the process. The issue or challenge – whatever it is or is not – is not going to magically resolve itself because you lay awake at night fretting over it. That means you need to channel your resources into actually solving the problems instead. Which, as we all know, is easier said than done.

Rule #2: Run Away. Run Away Fast.

The second rule of stress is really counter-intuitive. You need to mentally run away from the problem. That’s right – even if it is for a 10-minute stretch, take a break and focus on something else. Studies have shown, for instance, that a good belly laugh or playing a game boosts creativity and problem solving. Even if you simply close your eyes and breathe deeply, it may be enough to help you reset your stress level.

Rule #3: Deal with “It” (Whatever “It” Is).

In order to solve a problem, you have to come from a different mindset than the one that created it. Instead of stamping out fires, try focusing on creating win-wins. If, for instance, a process is not working or a client is not happy, is there a way to build on it?

Challenges and problems can be a stepping stone to a new opportunity. When you begin to come alongside your customer and see the world from their perspective, trying to understand their real-world needs, you become more than a salesperson – you become a resource.

The Four R’s

In the end, the best way to deal with sales stress (or any kind of stress) can be summed up in the four R’s: Release, Reset, Reframe, and Refocus. Release the idea that worrying helps. Reset by using mindfulness, humor, or even games to de-stress. Reframe the issue into an opportunity. Then refocus and handle the issue.

Remember, your career may feel like a three-ring circus at times, but you do not have to own all the monkeys or let them climb up your back.

To find out more about peak performance, developing a superior mindset, and improving your top line, contact me at 214/763-2342 or email me at jcrosbie@proactivate.net.